The (mostly) robust influence of initial trustworthiness beliefs on subsequent behaviors and perceptions

Abstract

Do initial trustworthiness beliefs only have a short-term, temporary effect on one’s behavior and perceptions? Or might these initial beliefs have a lasting, robust effect that persists over time and in subsequent interactions? Trust development theories do not provide a consistent answer. Some research predicts the initial trustworthiness belief will be fleeting, whereas other research suggests it will have a more lasting role. We reconcile these different predictions by drawing on accessibility theory, and by conducting a longitudinal field study and two experimental studies. Our research tests the impact of initial trustworthiness beliefs on behaviors and perceptions following an exchange in which the trustworthiness of a counterpart plays a critical role. The studies confirm that initial trustworthiness beliefs continue to affect perceivers’ behaviors and perceptions in a subsequent exchange, even after a trust violation. However, following a two-week delay between interactions, the relationship becomes more complex. Our findings contribute to the trust literature by demonstrating the mostly robust nature of initial trustworthiness beliefs and explaining why and how these beliefs motivate future perceptions and behaviors.

The Effects of Explanations in Automated Essay Scoring Systems on Student Trust and Motivation

“…Other aspects were found to be related to students' trust and their willingness to adapt the grade towards the system. Specifically, initial trust was found to have a positive effect, which corroborates previous work (Campagna et al, 2022;Jessup et al, 2019). Finally, the difference between the estimated grade and the system grade had a large effect on trust, although the pattern differed for different measures of trust.…”

The Effects of Explanations in Automated Essay Scoring Systems on Student Trust and Motivation (accepted for publication)

“…Other aspects were shown to be related to students' trust and their willingness to adapt the grade towards the system. Specifically, initial trust was found to have a positive effect, which corroborates previous work (Campagna et al, 2022;Jessup et al, 2019). Finally, the difference between the estimated grade and the system grade had a large effect on trust, although the pattern differed for the different measurements of trust.…”

Customers' decision pattern based on mobile reviews in digital economy

“…Initial valence refers to the review valence of the first item customers actively or passively read (Campagna et al, 2022), which forms their initial impression of the potential transaction (Yin et al, 2016). As previous research has indicated, initial belief is a critical factor that influences individuals' judgment, perception and subsequent behavior (Campagna et al, 2022). It can be inferred that initial valence would have effects on consumers' decision processes.…”